The Economic Performances Gained Through Integrating the Adaptive Anticipations within Commercial Negotiation Process

Gheorghe Basanu and Iamandi Gheorghe Bucur
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Gheorghe Basanu: The Bucharest Academy of Economic Studies, Romania
Iamandi Gheorghe Bucur: The Bucharest Academy of Economic Studies, Romania

REVISTA DE MANAGEMENT COMPARAT INTERNATIONAL/REVIEW OF INTERNATIONAL COMPARATIVE MANAGEMENT, 2011, vol. 12, issue 6, 58-63

Abstract: Relational contexts of negotiation, have interrelated goals, that are based on the views of the negotiating partners themselves and on their endogenous and exogenous variables. It should be made, therefore, the ex ante and ex post analysis of the whole process of commercial negotiation, for dimensioning the company's economic performance. It is being recommended, a coherent analysis of the sensitive border between success and failure, within the present trade negotiations, that are taking place at a time when the demand / supply ratio is highly oscillating. This paper brings to the fore the current financial and economic context marked by a profound global crisis, and its implications over the commercial negotiation processes, in a fierce competition and pressing survival needs of SMEs conditions. Moreover, it highlights the beneficial role of using basic tools based upon knowledge society development. In this regard, we propose the integration of adaptive expectations equations throughout the trade negotiation process development, focusing on the expectations 'correction' in relation to the failure of a previous trade negotiations.

Keywords: negociation; management; commercial process. (search for similar items in EconPapers)
JEL-codes: M10 (search for similar items in EconPapers)
Date: 2011
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Persistent link: https://EconPapers.repec.org/RePEc:rom:rmcimn:v:12:y:2011:i:6:p:58-63

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